3 min read

How We Partner

Opening up our playbook for how we work with our restaurant partners
March 26, 2024
Ty Wilson
Co-Founder & CEO
Tab Commerce
James Tice
Head of Growth
Tab Commerce

Welcome to a behind-the-scenes look at Tab Commerce’s playbook for how we work with restaurant groups. 

We all know how it feels to get bombarded by sales reps and feel pressured into buying technology that doesn't even solve your problems. That’s why we've decided to flip the traditional restaurant technology sales script on its head. 

Our team has created this document to make our sales process more transparent and to level expectations with all of our future partners. 

Before we jump in, It’s important to note that for both our sales & onboarding processes we always work at a pace that our partners are comfortable with, which can be as fast or slow as you want. 

Another important thing to note is that our team does almost all of the work outlined below - making this process incredibly effective and valuable even if you don't decide to partner with us.

Process Overview:

  • Discovery Call
  • Deep Dive & Mutual Action Plan
  • Sandbox Access & Audit
  • Pricing Discussion
  • Onboarding & Ramp-Up

1. Discovery Call 

This meeting is designed to explore our worldview and how we both fit within it, particularly how we address specific challenges you face in your restaurant group. 

The goal is to reach a mutual understanding that the issues we're discussing are real and solvable. 

Questions like:

  • “How often does your team do purchase audits” 
  • “Walk us through your current AP process”
  • “Do you check invoices for compliance with supplier contracts? Rebate compliance? Price changes?”
  • “What are the biggest challenges you’re looking to solve right now? This year?”

Following alignment, we attempt to answer: “Can we both agree that there’s an opportunity here that makes sense for us to partner on?"

Our team needs to understand how this partnership will flow internally so that we can begin quantifying value with all stakeholders. Understanding the internal dynamics of how decisions are made within your organization is crucial for tailoring our future discussions and making the sales process as seamless as possible. 

Why do we do this?

It’s quite simple. The most important part of our sales process is getting on the same page with you. It’s imperative to partner with you, not sell to you. 

2. Deep Dive & Mutual Action Plan

In this phase, we'll connect with all relevant stakeholders to dive deep on the challenges they face and what the right solution might look like. Our team will create a simple Mutual Action Plan document to highlight the key points from these discussions.

Why do we do this?

Mutual Action Plans are incredibly beneficial because they clearly outline the core aspects of a challenge and potential solution while getting everyone on the same page.

The completed document is often incredibly valuable for restaurant groups to have even beyond the scope of partnering with Tab.

3. Sandbox Access & Procurement Audit 

At this stage, we will process 1-12 months of historical purchasing data using the Tab Platform. Relevant parties will then be given access to a Sandbox environment to explore the tools and functionality of Tab using your data. 

While thats occurring, groups have the option for an in-depth Procurement Audit done by our team. Here we take historical purchasing data, supplier contracts, and other relevant information to identify overcharges, potential errors, rogue spend, and issues.

Here is where we clearly quantify challenges faced in procurement and lay out a clear plan to overcome them. In many cases, we're able to help restaurants literally get funds back from their suppliers.

Why do we do this?

This is where the magic happens. 

Procurement and finance teams always know the necessary spend issues that are eating into their margins, they just have never had the tools to proactively solve them. 

With our Sandbox environment, you will be able to get a small taste of the immense value that the Tab Platform delivers. As well as find crucial discoveries given that it’s your data in your sandbox. 

4. Pricing Discussion 

Our team will always be incredibly transparent when it comes to our pricing. Pricing is directly correlated to the total purchase volume of your organization.

Our value discovery process outlined above and flexibility is the reason why we almost never lose a partnership due to pricing. 

Why do we do this?

With an understanding of total purchasing volume and a few related metrics, our team will accurately identify the direct dollar COI (cost of inaction) our software unlocks, which drives the ROI (return on investment) for partnering with Tab.

This transparency and clarity usually make the next step incredibly easy for our partners.

5. Onboarding & Support

If we decide to partner, then it's all hands on deck for us to get you onboarded, trained, and realizing value. This process typically takes just a few days.

We assign a dedicated Tab team member to handle all the heavy lifting and make it easy on you. 

You’ll have access to full support, training, and much more.

We'll also share a similar document outlining 'How We Onboard & Support' for more details on this process.


We hope this provides you with a better understanding of our sales processes and expectations. Restaurant groups are in full control when it comes to working with Tab.

If you’d like to connect with our sales team and learn more about the Tab Platform, book a Discovery Call with our Head of Growth, James Tice. 

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